#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—...
8 Touko 202535min
#457 - Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with bet...
6 Touko 202535min
#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not...
5 Touko 202536min
#455 - How to Build Rep Onboarding That Actually Sticks | Jonah Mandel
Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a mastercl...
1 Touko 202536min
#454 - How to Control the Sale Without Sounding Pushy | Anthony Firenzi
FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conver...
29 Huhti 202533min
#453 - How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding ov...
28 Huhti 202536min
#452 - How to Build a Cold Calling Culture | Colin Specter
FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. ...
24 Huhti 202534min
#451 - The Demo Framework That Actually Closes Deals | Robert Friedland
FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly comm...
22 Huhti 202532min
